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In my Free E-Book, I have provided some of my tips and tricks to help you master your calls.
Making these simple adjustments during your phone calls is going to make a huge difference.
First, instead of saying, “Hello, is this Betty,” say “Hello Betty.” By confidently saying their name, you eliminate any thought of being a telemarketer or a salesperson.
Second, use your first name. By not providing your last name or company, the conversation flows easier, and this doesn’t give them an opportunity to interject or try to leave the call.
Third, don’t ask what everyone else does – don’t ask how they are. You don’t know this person, and you don’t care how they are. Don’t make small talk that makes both people uncomfortable.
Fourth, don’t pause. By pausing, you’re waiting for them to take control of the conversation. Have your thought process completed before you get on the call. You will sound more confident, and you direct what is being conversed with.
And finally, sell a “drop-off” time. By only dropping something off, have the opportunity to get face to face with them, and they aren’t worried about you trying to sell something.
Give these calling tips a try and comment below your thoughts. How did this work for you? Have you done any of these before?
Are you an insurance agent who struggles converting insurance leads into sales?
Harvard Business Review did a case study covering three years, 15,000 unique internet leads, and over 100,000 calls, they found this:
- Best days to contact people are: Wednesday and Thursday
- Best time to call people are from 8 am to 9 am and then from 4 pm to 6 pm
- Most sales happened between the fifth to the twelfth point of contact
How many times are you contacting people? Are you persistent? What are you doing during your phone calls?
Many times people are paying for leads, and often agents do not follow up with their leads.
By the time you’ve hit your sixth point of contact, you open your chances of contact to a 90% success rate.
Download my FREE E-Book so that you can access my 12 Point Follow Up System.
One of my top secrets is TRIPLE dialing. Utilizing various numbers to contact people will increase your answer rate. You need to have conversations with leads versus just having leads. Leads are an opportunity to make a sale – but not a guaranteed sale.
Changing up the times that you call your leads is essential. If you only call at 3 pm and they never answer – they might be unavailable. Calling at various points during the day will increase making contact.
Using these tips will help you convert leads into sales. Remember, 80% of sales happen between the fifth to twelfth point of contact. Work hard, and I know you will find success.